1. Lead Generation

The best lead generator by far is always going to be current happy customers. So before we go further, make sure that you are providing the kind of service and/or goods that people want to come back over and over again for and then tell others about you.

Below is a list of ideas to increase your lead generation. Evaluate which ones will work best for the audience you are trying to reach. For a 10% increase I would start with at least 5 of these ideas:

  • Business Website (SEO’d and fresh content regularly)
  • Ads on Trade/Civic/Chamber Organizational Websites
  • Social Media (GoogleMyBusiness (formerly Google+), Facebook, LinkedIn, Youtube, Pinterest, Instagram, Tumblr… the list goes on and on…)
  • Local Newspaper Advertising (most also have an ereader version online you can place banner ads)
  • Television Advertising (local, national, streaming)
  • Radio Advertising (don’t forget satellite radio options)
  • Magazine Advertising (local, national, ereader)
  • Trade Journal Advertising
  • Industry Newsletter Ads
  • Schools: Newsletters/Yearbooks/Tshirts/Sports Fields Banners
  • Public Relations (volunteerism)
  • Press Releases (especially for employee achievements, community involvement, feel-good accomplishments)
  • Sidewalk handbills
  • Catalogues (great for retail business, especially around shopping seasons like holidays)
  • Brochures (have professionally designed and printed – no homemade stuff)
  • Yellow Pages (my least favorite, but if your primary target is over 55 this should still be considered)
  • Online Directories
  • Barter/Trade Exchanges
  • Direct Mail (expensive; to get good results requires multiple mailings)
  • Piggy Back Invoice Mailing (good for retaining current customers)
  • Billboards/Posters
  • Shop-a-Dockets ñ Receipt Ads (I’ve seen this work well for restaurants)
  • Taxi Backs (law firms?)
  • Cinema Advertising (A good quality static ad or a video/commercial could do well depending on your business – it’s a captive audience!)
  • Sponsorships (Chamber and Non-Profit events that guarantee your logo will be used on all advertising)
  • Building Signage (if you have a permanent building, signage is a MUST)
  • Car Signage (especially full body wraps)
  • Window displays
  • Point of Sale Material/Displays
  • Product Packaging
  • Video/In Store Displays
  • Shopping Center Promotions
  • Fridge Magnets
  • Named Promotional Gifts (the biggest hit I ever had was Bic clickstick pens. People would come by just to get pens and pass them out because they wrote so well. Don’t go cheap, spend a little money for good stuff)
  • Blimps, Balloons, Plane Banners and Skywriting
  • Gov’t Programs/Contracts
  • Uniforms/Name Tags (everyone in your business should at least have a nice name tag to wear out and about)
  • Business Cards (professionally designed and printed)
  • Networking (Chamber events, BNI© membership)
  • Telemarketing
  • Cold Calling
  • Competitions/Surveys
  • Strategic Alliances
  • Write a Book
  • Seminars, Events & Trade Shows
  • Fundraising Campaigns (food bank collection, local animal shelter collection, etc. work well)
  • Distributors/Agents
  • Licensees/Franchisees
  • Change/Open More Locations
  • Longer/Different Hours
  • New Territories
  • Team Selling Incentives
  • Referral Reward System

It is more expensive to get leads and convert them to new customers than it is to keep current customers. Lead generation with modern technology may not cost you a lot of MONEY but it does cost you TIME, and the most common excuse I hear from business owners about why they don’t market their businesses effectively is “I don’t have the time!” I call it an excuse because it is – it’s a false exit door to get away from the responsibilities that you as the owner must fulfill. As author H. Jackson Brown Jr. puts it, “Don’t say you don’t have enough time. You have exactly the same number of hours per day that were given to Helen Keller, Pasteur, Michaelangelo, Mother Teresa, Leonardo da Vinci, Thomas Jefferson, and Albert Einstein.” Tools such as Hootsuite can save you time while allowing you to manage multiple social media channels in one place. If you REALLY don’t have the time, consider hiring a social media/marketing company to do it for you. I have several options in my coaching network that provide exceptional service for a fair monthly fee and will provide you with reports showing you who is being reached and help you create a conversion plan. Email me at info@seamlesscoach.com for more information.

 

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